01731nam a2200217Ia 4500003000400000005001700004008004100021020001800062040001800080041000800098082002600106245010300132250001200235260003500247300003000282500108400312650004101396650003001437650001701467700002901484OSt20260316192546.0210716s2003    xx            000 0 und d  a9788184893342  cAIMIT LIBRARY  aeng  a001.0723742 21bFAUG  aHow people negotiate : bresolving disputes in different cultures /cEdited by Guy Olivier Faure.   a1st ed.  aNew Delhi :bSpringer ,c2003.  axiii,207p. ;bPBc23.6 cm  aHow People Negotiate brings together a set of negotiation stories, accompanied by an integrative overview. This volume provides cases and theoretical elaboration and includes a comprehensive overview of research on negotiation. Some negotiation stories are exotic and strange: they come from a large number of countries, ranging from China, to African Countries, to the Ancient Middle East. Others are drawn from Western settings such as France, Germany, and USA. The negotiations described take various forms: negotiating with oneself, negotiating one's own way through bicycle traffic or animals appearing to negotiate with each other. The stories begin with Abraham negotiating with the Lord about the fate of Sodom, the first-ever recorded account of negotiations. The negotiations in this volume present something new and unusual. They are catchy, intriguing, exciting, intellectually challenging and original. They give us a new perspective on negotiating, tell us something about the world we live in, and - by means of a worthwhile detour - they teach us about ourselves.  aProblem framing and reference points  aEscalation and entrapment  aPower issues  aFaure, Guy Olivier., ed.